How To Unhide Objections!

Did This Man Leave Us A Lesson In Selling Skills ?

Some of you may be too young to remember Columbo – my dad loved his show – it seemed it was always on in our house in the ’70’s and early ’80’s…

He was a homicide detective, he cracked the most serious of cases, other cops would come up blank against cunning suspects, and where they would come up blank he would come up with the truth – how?

Simple…

He would go to the suspect’s house and ask very innocent routine questions, on the basis that he was simply ‘eliminating them from his enquiries’ and he would watch their body language very carefully. At the end of this ‘informal chat’ he would thank them for their time, give them his business card on the off chance that they thought of anything that would help him with the case, apologise for intruding and make for the door…

At this point the suspects would ‘know’ that they’d ‘fooled’ him, ‘thrown him off the scent’ and they were pleased with themselves, and of course their mental guard, their mental defence would come down…

Just before he opened the door to leave, he would pause, then turn around, raise his hand, adopt a pose of ‘curiosity’ ‘and then say

‘Just 1 more thing, there’s 1 thing bothering me, I wonder if you cold help me with this, how did………….’

and the question would point to something that didn’t make sense in their story, that would incept the suspect at the deepest level when their guard was down…

Their body language alone would tell him everything he needed to know – guilty or innocent. He had them, they knew it, he knew it!

It was pure magic, and even though we knew it was coming in every episode, and in the same way, we just loved it!

Why?

Well, here’s why – it’s such a quick snippet you may miss it – so concentrate for just 60 seconds…

So good – ok, enough of our self indulgent nostalgic trip down memory lane here already!…

What has all this got to do with selling……?

Only everything…

If you’re in sales you may recognise this scenario…

‘You’ve spent some time with a potential client, the meeting has gone well – they need the product, say they want the product, say they can afford the product, but don’t buy – and when you ask for the order they give you a reason for not buying that doesn’t quite compute – you ask them the usual ‘what’s holding you back?’ type questions but their guard is up and they stick to their guns – they’re not buying…

So instead of pushing against a closed door, resorting to pressure tactics that will threaten any chance of them ever coming back, you pull back completely, start packing up or wrapping up, thanking them for their time, give them your card or explain the ‘how to come back to me’ process, and shake their hand / smile and tell them you are grateful for their time…’

Their ‘buying guard is down’…

they’re off the hook…

Then you pause, all of this applies whether face to face / on the phone / skype – whatever…

and you say…

“Just before I go, what one thing would I have needed to have done to have got earn’t your business today?”

and you shut up!

This question (more often than not!) incepts straight through to truth, and they tell you – usually it’s the price, or something to do with the ‘Money’ – and it opens up another chance for you to close by asking another question ‘so had the price been right, would you have trusted me with your business today?’ – and many say – ‘well, yes’ – so you say ‘ok, well look, before we admit defeat here, let’s see if we can find a way to make that right for you’ and you open back up the conversation…

ps. Very often it isn’t the price or the money – it’s something so little, you may have even thought you’d covered it an they’d understood it, but you hadn’t or they hadn’t – and you just need to clarify something really simple – this can also be the case!

pps. In any case, you need to know why they aren’t buying – always!

…And Finally, Just One More Thing…

The subtle beauty of this is that your questions are in the ‘Past Tense’ – not the present tense – if you were saying ‘what have I got to do to make you buy?’ that says ‘I’m still selling’ – and the guard comes back up – the very fact that they are in the past tense tells the subconscious mind that it’s over, it’s just a hypothetical question about a now finished past event – which is why the truth often comes out…

It is sales magic Columbo taught us here…

Is it unethical ?

Well, do they need your product ? Have they said they want your product at some stage? Can they afford your product? Finally, will they thank you for how your product meets their needs if they buy? If the answer to these questions is YES – then it is not unethical – it’s the opposite – you are doing them a dis-service if you don’t close!

I have used this technique myself successfully countless times, and taught thousands of sales people to do the same, with great results – that involves no pressure!

Try it for yourself, for your sales team – and see how Columbo’s Legacy in Selling Skills can still today help us to ‘catch the suspect!’ – only this time everybody wins and nobody goes to prison !

Respect! Paul

Have You Been Found Out Yet?

You often feel like a fake even though the evidence of your successes, attributes and values populate every area of your life ~ this haunting feeling can bring about intense fear, it can cause you to play small, play safe, procrastinate and even wonder what you are worth – yes?

I know ~ it took me to rehab! Why? I forced it down with 100% addiction to external success, to work, to winning, to drinking, to burnout!

Very few men will admit to this, perhaps I am a rare case, perhaps not – but many of my women clients and friends openly admit to feeling this way, which is what prompted me to write this…

I don’t want any other entrepreneurs to every have to get that far from their true self if I can help it!

So, let’s start with some quiet reflective contemplation around ‘who we are’……

Have you ever spent any time thinking about who you really are? Maybe you’ve wondered how other people perceive you. Who you are-your identity-is a powerful force in your life and speaks volumes to others who come into contact with you. Your identity plays an important role in the decisions you make and the relationships you have.

Thinking about who you are will strengthen the connections among your mind, body, and behaviors. Also, you can get a better handle of where you are in life as well as where you’re headed.Although there are plenty of psychological theories about identity, including its formation and how you maintain it, consider the following as basic elements of your identity:

1. Your personal family history. Where you were raised, who you grew up with, and the experiences you had as you matured from an infant all the way through your early adult years are powerful factors affecting the development of your personal identity. * Consider sayings like, “You can take the girl out of the city, but you can’t take the city out of the girl” and their implications. So where you’ve come from plays a major role in who you are. * However, your history doesn’t have to be the end of the story when it comes to your present identity. An encouraging thing about life is that you can take steps to be the person you want to be at any time.

2. The “group” of people you hang out with. Much of who you are today can be attributed to the people you most closely affiliate with. Your friends probably share interests in the same kinds of things you find fascinating. * Perhaps several of your friends play golf and so do you. You’re into fitness and a bit of a health nut as are a few of your best buddies. Even though you may associate the idea of “cliques” with your teen years, it’s still true that we gravitate towards people who share similarities to ourselves. * You can be selective about the people you choose to hang out with. If you want to be studious, you can look for others who spend time in libraries and taking classes. If you want to be successful, choose to hang out with people you view as good at their work and successful in life.

3. Your physical appearance. Your clothes, hairstyle, and how you conduct yourself physically combine to make up an important aspect of your personal identity. Although your appearance isn’t the only thing that’s relevant about who you are, the fact is that your physical state provides people with a picture of who you are.

4. Your feelings, thoughts, and beliefs about you. Your self-image is made up of how you feel about yourself as an individual. Also, what you believe to be true about yourself is a powerful force in determining your personal identity. * For example, if you believe you’re an overweight, unattractive person, then you might unconsciously portray those characteristics toward others.*

But if you see yourself as someone who’s working hard to excel in her career and willing to give something to get something, you present a more positive identity to others.

What you feel, think, and believe about yourself are major aspects of your overall identity.

Make it a point to ponder who you are.

Recognize that your personal identity is a complex mix of your history, affiliations, and thoughts and beliefs about yourself. How you appear to others is also representative of your identity. Realize that you have considerable power to influence the type of identity you possess and show to others.

Be positive and vow to be the best you can be! You are enough!

……and remember, you are not what you think you are – but what you think…… you are!

PS. You are NOT a Fake!

I would love you to share your thoughts, feelings and experience with me here – so that I can understand how I might be of value to you in the future! Respect,Paul